Marketing org card

B2B Playbook working file. Read marketing org first.

π-shape, then gaps. Do not hire only engine. Delete teaching notes.

Copyright © 2026 Ivan Xu. Private operating copy permitted. See LICENSE.

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Context

• Primary motion:
• Team size now / in 12 months:
• Head still ICs? yes / no / until headcount:

Next hire

• Firsts we will not stack:
• π-shape — depth:
• π-shape — proficient:
• Why this is not “another demand-gen seat”:

Coverage

Sub-function	Who today	Gap	Next seat (when)
Fuel (content / brand)
Engine (growth / distribution)
Foundation (PMM)
Producer / glue	none / Head / named

Internal

• Priorities we will show the company this month:
• Requests we will refuse: